Events & Features

Conference Sessions

Professional Development for Hardscape Contractors

All conference sessions are approved for ICPI Installer Continuing Education hours. Pick up a CE Tracking Form for your attendance records at the HNA Registration Desk.

PRO TIP: Upgrade to the VIP PASS for Access to All 7 Education Sessions and 6 Live Outdoor Demonstrations for 50% Discount

$50 per session and $50 for the Live Demonstrations, or receive all 7 sessions and all 6 Live Demonstrations for $189 (Member) or $229 (Non-Member)

Conference Session Schedule

All Conference Sessions take place at the Kentucky Exposition Center.

Wednesday, October 17

Pitfalls and Reasons Why Most Hardscape Contractors are Not More Profitable

4 – 5:15 PMMonroe Porter

Attendees will learn how to avoid the most common mistakes hardscape contractors encounter. Topics covered include how to identify losing and winning jobs, how to avoid pricing mistakes, the ins and outs of collections, the importance of building the right business structure with the right support, how to control sales/design expense and much more.

Thursday, October 18

Production Management and Crew Motivation on the Hardscape Jobsite

8 – 9:15 AMFrank Gandora

There are things that happen on the jobsite that directly affect company profits. Learn how to create uniformity between projects, consisting of the procedures, skills, production methods and crew motivation tips that will bring your projects to a higher standard of quality, increased efficiency and optimal customer satisfaction.

Estimating Projects with Confidence and Profit

10 – 11:15 AMJerry Gaeta

Do you know your cost of doing business or performing the work that you sell? Are you just guessing? You may actually be selling your work for less than it costs you to perform it or for minimal profit. This seminar will demonstrate the importance of an estimating strategy and show how to develop and implement the strategy to become more profitable and get a better return for your effort and risk

Using a Dashboard to Steer Your Hardscape Company on the Right Path

1:30 – 2:45 PMLeslie Shiner

As the owner or manager of a contracting company, you cannot afford to get buried in the weeds of daily financial transactions. Monitoring and measuring performance metrics is critical to your survival and success. Learn how to create an executive dashboard and explore what numbers you need to track on a regular basis. Explore the different Key Performance Indicators (KPI’s) to help keep you on a course for profitability.

Friday, October 19

How to Design, Sell & Build Outdoor Kitchens and Living Spaces

8 – 9:15 AMJeff Rak

A discussion that will include design ideas and specifications to help you create the perfect kitchen surrounded by an outdoor living space. The session will wrap up with a talk about selling, up-selling and phasing of hardscape projects.

Super-Sizing Your Sales Through Upselling

10 – 11:15 AMGary Ross

Attendees will learn firsthand how upselling will increase profits while adding value to customers. It’s not about bombarding with sales pitches or pressuring with endless offerings, but intelligently informing, guiding and suggesting with related, logical and natural purchases that further a customer’s goals.

Smart Prospecting, Simplified

1:30 – 2:45 PMGary Ross

Learn how to develop a message that will grab your prospect’s attention. Identify your target market and the issues they are facing. Discover the amount of touches it takes to close the sale and why the proper follow up is important. Discuss the importance of pitching less and probing more. Ways to increase your sales by making just one more call.